Wayne Radcliffe
Senior Pre-sales Consultant @Loftware
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WORK HISTORY
Senior Pre-sales Consultant @Loftware
Portsmouth, NH, US
Collaborates with Loftware inside and outside sales representatives and their Director’s of Sales in identifying, qualifying and evaluating technical solution design. • Act as consultants to the prospect by bringing together their requirements with Loftware capabilities resulting in potential revenue opportunities. • Assist in the development of presentations, tools, and the execution of the sales strategies as it relates to technical matters resulting in new business revenue as well as growing any existing relationships.• Develop the customized value proposition and sales strategy on a per account basis and understand the technical and business challenges of the prospect.• Interface with customers, including C-level executives to build presentations, proposals, statements of work, perform Risk Management and work with sales team to navigate complex selling environments. • Based on customer engagements report back customer related data in an organized fashion to the Professional Services Manager which can assist product marketing and product management in defining future product requirements.
EDUCATION
Framingham State University
Computer Science
SKILLS
ABOUT WAYNE RADCLIFFE
I believe an individual contributor must have a passion for the domains they support. The effective ones will deliver successful business solutions by combining their business acumen, technology and communication skills.I have fifteen plus years’ experience in pre-sales, post-sales and direct sales working with enterprise software companies. I have achieved a high level of excellence in presenting to “C” level management, middle management, business users and architects. I have successfully coordinated sales efforts ranging from $50K to $2M dollars. At Loftware, I provide pre-sales skills that solve labeling problems for the supply chain. At Oracle, I sold Web Content Management Systems at the State and Local level. As an architect at Cognizant, I assessed and implemented business solutions in financial services. At Adobe, I excelled in streamlining customer’s business processes utilizing enterprise document services. At Pegasystems, I continued to expand my knowledge of rules engines. At Macromedia, I maintained partnerships with IBM selling into Fortune 500 companies. At BEA Systems, I gained expertise with enterprise level clients developing distributed systems. While at Sybase, I was considered an expert with their advanced database-modeling/data warehousing tools and often asked to present to customers worldwide and at industry conferences/trainings.I’ve completed many sales and communications training programs including: Value Based Selling, Target Account Selling, Miller-Hieman Strategic Selling, Solution Selling and Decker Communications. Additionally, my technical background includes training in analytics reporting, workflow, rules engines, web technologies, B2B integration, application servers, database management systems, data modeling, data warehousing systems.My skills include pre-sales, solutions architect, BI reporting (analytics), user experience, content management, business process management, Cloud, AWS, SaaS, iPaaS and ERP integrations.I consider myself a pre-sales professional and will be a great asset.
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